FY19 - Management Plan

Management Operator
1st Feb 2019
 Topics to Coverage

• Basic Scope.
• Current Team.
• FY18 Outlook.
• Learnings of FY18.
• FY19 Plan.
Operational Parameters.
Human Resource
Revenue.
• Support required.
• Way Forward.
Human Resource
 Organogram-MP A3
Overall Business
Head
Atin Srivastava

A3-Incharge
Ankush

Regional Head - BHP Regional Head – Ind Regional Head – JBL

Arvind Singh Anuj Mishra Mrityunjay Singh

Divisional Manager -
Shivpuri Divisional Manager – Divisional Manager – Divisional Manager – Divisional Manager –
Indore O&M Dewas Jabalpur O&M Katni
Mohd. Rehman
Rajeev C T Prakash Deependra N Nagesh K

Commercial Manager
- Rajan* Commercial Manager Commercial Manager Commercial Manager Commercial Manager
– Rahul D Himanshu – Amol Mehta – Shivam H
 Resources-A3
Operational Managers Support Team incl HCD, Admin,
52 PMU, Quality, Acctts, F&A 12
11 11
10 10 10

7 6 5

Common
Shivpuri Indore Dewas Jabalpur Katni Bhopal Indore Jabalpur for A2 and
A3
Meter Readers/RC/DC Team Analytics Mandate
469
119
114

81 79
76 2
1

9
Bhopal Indore Jabalpur

Shivpuri Indore Dewas Jabalpur Katni

 Training- Conducted in Q3
Conducted in Q3
Training Conducted In Quarter-3
No of Total No. Of
Sr. No. Month Training Program Trainer Dates Location
Days Participants (D)
MMG-New Service
Connection,Meter
1 November Navin Kumar 11.11.2017 1 31 Shivpuri
Replacement and
Vigilance
Cash Collection Process Umesh Singh/ Gaurav
2 November 12.11.2017 1 16 Indore
Training. Yadav
Cash Collection Process
3 Dec Gaurav Yadav 02-12-2017 1 12 Shivpuri
Training.
 Training- Planned in Q4
Total No. Of
Sr. No. Training Program Trainer Dates No of Days Location
Participants
1 SOP - MRBD & MO Tarapada Sahu 06-01-2018 1 20 Indore & Dewas
2 SOP - MRBD & MO Tarapada Sahu 13.01.2018 1 20 Jabalpur & Katni
3 SOP - MRBD & MO Tarapada Sahu 1st week of Feb 1 20 Bhopal. Gwalior & Shivpuri
Time Management/
4 Mentoring/ Stress S.K.Jalali 17.02.18 1 25 Bhopal, Shivpuri & Gwalior
Management
5 Bill Revisions Vinesh Mehta 3rd Week 1 15 Jabalpur & Katni
6 Bill Revisions Vinesh Mehta 3rd Week 1 15 Jabalpur & Katni
Fund Management-
1st week of
7 Financial Closing( CCA , 1 20 Indore & Dewas
March
F&A)
Time Management/
8 Mentoring/ Stress S.K.JALALI 04.03.18 1 20 Indore & Dewas
Management
Time Management/
9 Mentoring/ Stress S.K.JALALI 10.03.18 1 20 Jabalpur & Katni
Management
10 DC Squad & CCA Training Mar-18 1 20 Jabalpur, Katni
 Motivational & Soft Skill Trainings…

Shivpuri
Indore

Jabalpur
 Quality & Process Trainings…
INDORE & DEWAS A3

JABALPUR & KATNI A3

A3-MO
 Area Profile: A3 MO
Shivpuri1: 81351
Total Consumer
base Katni O&M: 165740
5 Lacs

Dewas O&M: 55776

Indore O&M: 92935 Jabalpur O&M: 104901

 Scope of Work: A3 MO
For Unmetered, Defective
For NSC, TC, Load Meters, Meter Shifting,
Enhancement, DC, Bill Replacement for service
Revision, Meter Replacement installations, AB Cabling &
Customer
preparation of work plan based
Services on that survey

Meter Survey &

Installation Prep of
& Services work plan Testing of Meters as per
Installation of meters, Feeder guidelines of MPERC
replacement, Sealing, Shifting,
Metering &
Arranging Resources with
accountability of such assets Energy
Audit

Testing
11KV & DTR Feeder Meter
Identify high loss areas,
Reading, Installation of
Information regarding theft of
Accessories, Feeder wise &
Enforcement energy with necessary action
DTR wise consumer Indexing, MRBD & laying AB Cabling
Effective energy audit report,
Management web based Revenue
dashboard Collection
& Services
Meter Reading (Photo based, (DC/RC) Cash & Counter Collection, Online
CMRI, RMR etc.), Bill Payment, Tie up with agencies for
Distribution & ensuring billing cash collection & issuing
quality computerized printed receipt also
disconnection & reconnections
 Strategic Initiatives in FY19

Billing 100% billing with effectiveness and Quality.

ART
Separation of Team from existing team for Arrear and Current Demand.
Formatio Special focus on Arrear recovery by Commercial Manager.
n
Cash Special focus on penalty reduction
Cost Optimization of 50 lacs in
against SLAs. From current 34% to
Flow FY19 wrt FY18
max 10% in FY19

Addition Concentration on additional metering and line work.

al works

Analytic Data Analysis, Arrear Analysis, Actionable Report , Suspected List

s

Vigilance Effective Vigilance to safeguard our Input and revenue enhancement

Bill
Other Spot Meter Liaison with Govt.
Initiatives
Correction
collections Testing Connections
Camps
 Q3 Misses and Way Forward in Q4: A3 MO
Sr. No. Missing in Q3 Learnings Way Forward in Q4
Training on Team Building, Stress mgmt and other soft
Team Bonding & Motivation amongst Lack of direction (ownership) at
1 skills planned in Q4 for level of section Engineers and
team Section Engineer level/DM/CM.
CM/DM.
Clarity on business approach and its
2 Impact on Cash collection Teams are aligned towards targets and strategies.
sensitivity
Focus on additional revenue through Contractors pertaining to metering and other line work to be
3 meter and line works along with Unable to recover our costs started by Jan-18 end.
review mechanism Weekly/Fortnightly Target are set and subsequent review.
Penalty been deducted in range SLA parameters to be attended on priority at site. Penalty
4 Focus on SLAs parameters
of 30-70% deduction to be phase wise and substantially reduced.
Detailed base data from client so that Most of the time, Site Team was Data to be arranged on priority, so as to enable analytics
5
analysis could have been possible. clueless on collection approach. report.
Lack of focus on Quality like Meter Quality and Process training planned in Q4 and
6 Penalty been deducted.
reading photos and acknowledgement subsequent Audits to adhere compliance at site.
Analytics too busy in rolling out basic Basic level of reporting formats and frequency of the same
7 Compromise on Analytics.
billing and collection tools. finalized and to be rolled out by end of Jan-18
RC/DC Team mobilized in Bhopal and Indore Discom.
Late deployment of RC/DC Team & Early collection period of Oct and
8 Further efforts in identifying RC/DC team at Jabalpur to be
Vehicles mid Nov lost
done.
NO control on Input energy and
9 Vigilance To be planned in Q4.
collection efficiency
Penalty deduction and no support
10 Client Management/Client Perception Client to be managed at all level.
from client
Impact on Cash flow/Vendor
Morale of Team, Brand value of By esnuring revenue predictabilty, Cashflow to be
11 Payments/Salaries due to low
Feedback is impacted. managed more effectively.
productivity
Impacted predictabilities and As Invoices are linked with various compliances, timely
12 Compliance pertaining to our invoices
revenue submission to be ensured.
IT Implementation: A3 MO
 Analytics: A3 MO

Sr.
Analytics Indore Dewas Shivpuri Jabalpur Katni
No.
1 Image audit analysis and report sharing for Meter reader performance improvement Aug-17 Aug-17 Aug-17 Aug-17 Aug-17
2 Daily & Monthly Meter Readers performance review Aug-17 Aug-17 Aug-17 Aug-17 Aug-17
3 Incentive/Penalty Report preparations for meter reader performance Sep-17 Sep-17 Sep-17 Sep-17 Sep-17
4 CMRI reading and BCS related issues Jan-18 Jan-18 Jan-18 Jan-18 Jan-18
5 Daily/Monthly meter reader wise & DC wise billing quality Analysis Sep-17 Sep-17 Sep-17 Sep-17 Sep-17
Consumption pattern analysis and according to list preparation for high priority
6
meter testing and vigilance Jan-18 Jan-18 Jan-18 Jan-18 Jan-18
7 Billing /Collection analysis for High value consumers (load =>25 KW) Jan-18 Jan-18 Jan-18 Jan-18 Jan-18
Input Energy Monitoring on daily basis and report sharing with operation team till
8
SMS services not started through EnServ Jan-18 Jan-18 Jan-18 Jan-18 Jan-18
9 Quarterly/Monthly RPU movement Analysis Feb-18 Feb-18 Feb-18 Feb-18 Feb-18
10 MIS preparations on Arrears Ageing on non-paying consumers Nov-17 Nov-17 Nov-17 Nov-17 Nov-17
11 Dump Data analysis of AMR & CMRI Mar-18 Mar-18 Mar-18 Mar-18 Mar-18
12 Slab wise Arrear analysis for weekly disconnection list generation Nov-17 Nov-17 Nov-17 Nov-17 Nov-17
13 Energy Audit on 11 KV feeders and DTR, Import & Export of Energy Feb-17 Feb-17 Feb-17 Feb-17 Feb-17
14 Back years data preparation by collecting data from Utility team & field team Jan-18 Jan-18 Jan-18 Jan-18 Jan-18
15 Reports Generation for clients Jan-18 Jan-18 Jan-18 Jan-18 Jan-18
A3-Operational Parameters
 Operational Parameters: A3 MO

FY18
 Shivpuri
Input 5% Collection incl Subsidy 6%
1858
456 451
400 1559
451 369 1322 1255 1258
311
887
1862
1513 1466 1368 1363
505 516
463 1081
367 398
316

Oct Nov Dec Jan Feb Mar Oct Nov Dec Jan Feb Mar

2016-17 2017-18 2016-17 2017-18

Cash Flow
114.8
97.0
65.7

Invoicing Revenue Costing Gross Margin

-49.1
 Dewas
Input
4% Collection incl Subsidy 4%
512 1789
432
1537
374
391 1205 1212 1225
310 1065
1851
1547 1420
136 500 1321 1367
529 316 813
292 458
139
Oct Nov Dec Jan Feb Mar Oct Nov Dec Jan Feb Mar

2016-17 2017-18 2016-17 2017-18

103.2
Cash Flow
73.4 83.7

-10.3
Invoicing Revenue Costing Gross Margin
 Indore
Input Collection incl subsidy 7%
6%
652 640 2979
570
578 570 2555

1916 1919 2012

1717
3158
235 2615
712 2296 2208
2128
508 758 523 1657
689
269
Oct Nov Dec Jan Feb Mar Oct Nov Dec Jan Feb Mar

2016-17 2017-18 2016-17 2017-18

142.2 127.3 Cash Flow

87.3

Invoicing Revenue Costing Gross Margin

-40.0
 Jabalpur
Input 9% Collection incl. Subsidy 7%
344
304 1394
273 1203 1265
280 285 254 1177 1185

764
1541
1340 1296 1378
329 1212
303
268 248
221 229 736

Oct Nov Dec Jan Feb Mar Oct Nov Dec Jan Feb Mar

2016-17 2017-18 2016-17 2017-18

124.0
108.7
85.0
Cash Flow

Invoicing Revenue Costing Gross Margin

-23.6
 Katni
Input 20% Collection incl Subsidy 12%
2500
590 644
560 2000 1789 1782
552 510 485
1495 1429 1458
1500

1000 857 2016

1797 1672 1872
1616
534 529
439 446 459 500
386 865

0
Oct Nov Dec Jan Feb Mar Oct Nov Dec Jan Feb Mar

2016-17 2017-18 2016-17 2017-18

177.5
154.9 Cash Flow
114.4

Invoicing Revenue Costing Gross Margin

-40.5
 Operational Parameters: A3 MO

FY19
 Total Cash Flow - FY19

Total FY-
Q1 Q2 Q3 Q4 Margin
19
Invoicing 342.5 349.4 360.5 365.0 1417.3
Invoicing Incentive 0.0 136.0 118.1 290.8 544.9
Total Invoicing 342.5 485.4 478.5 655.8 1962.2
Revenue 315.5 457.9 450.2 547.6 1771.2
P. Cost 212.9 200.7 206.8 202.0 822.5
MP MO
Ops Cost 117.4 119.2 120.9 124.2 481.7
Total Cost 330.3 319.9 327.8 326.2 1304.2
Cash profit -14.8 138.0 122.4 221.5 467.0 26%
Accrual profit 12.2 165.5 150.8 329.6 658.0 34%
Corporate Cost 38.9 38.9 38.9 38.9 155.6
Net Profit Cash -53.8 99.1 83.5 182.6 311.4 18%
Net Profit Accrual -26.7 126.6 111.9 290.7 502.4 26%
 Original FY19 Plan Vs Outlook

Current FY 19
Plan Original Plan
Others Fixed Others
Particulars Incentive Fixed Fees Works Total Particulars Incentive Fees Works Total
Accrual 545 1113 305 1962 Accrual 171 1126 454 1751
Revenue 465 1001 305 1771 Revenue 171 1102 454 1727
Cost 1079 225 1304 Cost 1078 341 1419
Cash Profit 465 -78 79 467 Cash Profit 171 24 113 308
Accrual Profit 545 34 79 658 Accrual Profit 171 48 113 332
Cash Profit % 100% -8% 26% 26% Cash Profit % 100% 2% 25% 18%
Accrual Profit Accrual Profit
% 100% 3% 26% 34% % 100% 4% 25% 19%
Corporate Cost 156
Cash Profit 311 18%
Accrual Profit 502 26%
 Cash Flow – Extra Works

Unit Q1 Q2 Q3 Q4 Total FY-19

Total 70K Meter Installation and
NSC Nos. 2274 2463 2478 2493 9708
22.5 K Meter Shifting in FY19.
Meter Replacement Nos. 14550 14550 15300 16050 60450
Meter Shifting Nos. 4875 5325 5525 6675 22400
DTR Metering Nos. 720 750 780 810 3060
AB Cable Kms 24 24 26 24 98
Service Cable Nos. 2660 2610 2760 2760 10790
Q1 Q2 Q3 Q4 Total FY-19
Income 72 75 77 81 305
Cost 72 75 77 81 305
Profit 53 55 57 60 225
26% 26% 26% 26% 26%
 MP Operational Parameters

Base (FY17-18) PLan (FY18-19) Incremental

Parameters
Addition
Q1 Q2 Q3 Q4 TOTAL Q1 Q2 Q3 Q4 TOTAL Addition
(in %)

Input Energy 5131 3852 6182 6737 21902 5659 4512 7093 7783 25047 3145 14%

Billed Energy 3465 2857 4087 4633 15042 4113 3228 4504 5075 16919 1877 12%

Billed Demand 200 189 266 293 948 238 217 297 331 1083 135 14%

Cash Collection 77.1 73.1 91.6 99.1 340.9 89.9 83.4 106.5 110.3 390.1 49 14%

Subsidy 91.9 68.6 129.5 163.5 453.6 107.8 79.2 146.8 186.8 520.6 67 15%

Total Collection 169.0 141.7 221.1 262.6 794.4 197.7 162.6 253.3 297.1 910.7 116 15%
 Indore – Input Energy
Input Energy
2500 4%
3% 3%
3%
2000
3%
2% 2% 2% 2% 2% 90 LU
1500 2% 2%
1000 2%
1% 1% 1% 1% 1%
1% -350 LU
500 6%
1%
0 0%
Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar
% Change 2% 2% 1% 1% 3% 2% 2% 1% 3% 1% 1% 2%
2018-19 448 453 399 308 238 241 239 584 671 646 576 581
2017-18 439 444 395 305 231 236 235 578 652 640 570 570
2016-17 473 471 398 318 269 257 269 508 712 758 689 523
 Indore – Collection

Collection
60.0 15% 15% 15% 16%
14%
50.0 12%
12%
40.0 10% 10% 10% 10% 10% 10% 11.5 Cr
10% 11%
8%
30.0 8%
5% 6% 4.7 Cr
20.0
4% 5%
10.0
2%
0.0 0%
Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar
% Change 10% 12% 8% 10% 15% 10% 15% 15% 10% 10% 10% 5%
2018-19 7.7 8.8 7.6 8.7 9.2 10.5 12.3 13.3 9.0 7.2 7.7 17.3
2017-18 7.0 7.9 7.0 7.9 8.0 9.6 10.7 11.6 8.2 6.5 7.0 16.5
2016-17 6.3 6.4 6.3 7.1 7.7 7.4 12.7 13.2 6.6 6.2 6.7 16.6
 Indore – QRPU
% Change 2017-18 2018-19 QRPU

7.00 10%
9%
6.00
8%
5.00 7%

4.00 6%
5%
3.00 4%
2.00 3%
2%
1.00
1%
8% 9% 9% 7%
0.00 0%
Q1 Q2 Q3 Q4
% Change 8% 9% 9% 7%
2017-18 3.64 5.60 4.48 4.21
2018-19 3.94 6.10 4.91 4.53
 Jabalpur – Input Energy
Input Energy
1200 25%
20%
1000 20%
15%
800 10%
10% 146 LU
5% 6% 5%
600 4% 3% 3% 4%
2% 2% 2% 5%
400
0%
265 LU
200 -5% 9%
-5%
0 -10%
Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar
% Change 5% 4% 6% 20% 5% -5% 2% 2% 10% 3% 2% 3%
2018-19 286 351 349 242 211 254 285 291 301 354 310 262
2017-18 272 338 329 202 200 268 280 285 273 344 304 254
2016-17 255 324 295 235 213 164 221 229 268 329 303 248
 Jabalpur – Collection

Collection
25.0 30%
25% 25%
20.0 22% 25%
20% 20% 20% 20% 20%
18% 20% 9.5 Cr
15.0 15% 18%
15%
10.0 10% 10%
10% -9 Cr
15%
5.0 5%

0.0 0%
Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar
% Change 20% 22% 20% 25% 25% 20% 20% 20% 18% 15% 10% 10%
2018-19 4.7 5.1 4.8 5.0 4.2 3.7 4.7 6.7 5.9 4.6 5.5 7.2
2017-18 3.9 4.2 4.0 4.0 3.4 3.1 3.9 5.6 5.0 4.0 5.0 6.5
2016-17 4.5 5.7 6.0 6.0 5.4 4.0 4.7 7.3 4.9 4.1 4.2 5.1
 Jabalpur – QRPU
% Change 2017-18 2018-19 QRPU

5.00 10%
4.50 9%
4.00 8%
3.50 7%
3.00 6%
2.50 5%
2.00 4%
1.50 3%
1.00 2%
0.50 1%
7% 9% 6% 3%
0.00 0%
Q1 Q2 Q3 Q4
% Change 7% 9% 6% 3%
2017-18 2.81 3.19 4.02 4.58
2018-19 3.00 3.47 4.28 4.72
 Katni – Input Energy
Input Energy
2000 25%
1800 20%
1600 20%
17%
1400
1200 15% 326 LU
1000 6%
800 8% 8% 10%
600 6% 987 LU
5% 5%
400 3% 5% 21%
2% 2% 2%
200 1%
0 0%
Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar
% Change 20% 8% 6% 17% 5% 2% 2% 1% 3% 5% 8% 2%
2018-19 442 439 429 320 319 555 571 558 525 620 696 495
2017-18 368 407 404 273 304 544 560 552 510 590 644 485
2016-17 300 383 320 252 313 294 439 386 446 534 529 459
 Katni – Collection

Collection
30.0 25%
21%
20%
25.0 20%
20.0 14% 14% 14% 6.7 Cr
15% 10%
15.0
8% 10%
10.0 7% 7% 7%
5% 5% 5% 3.4 Cr
5.0 5% 6%

0.0 0%
Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar
% Change 14% 14% 14% 7% 7% 7% 21% 20% 5% 8% 5% 5%
2018-19 5.9 6.6 5.9 4.8 4.4 4.3 4.5 8.5 5.7 5.1 6.8 8.9
2017-18 5.2 5.8 5.2 4.5 4.1 4.0 3.7 7.0 5.4 4.8 6.5 8.5
2016-17 4.3 5.0 4.4 3.8 3.7 4.1 4.7 8.8 5.5 4.4 4.6 8.1
 Katni – QRPU

QRPU
% Change 2017-18 2018-19
3.50 6%

3.00 5%
2.50
4%
2.00
3%
1.50
2%
1.00

0.50 1%
2% 1% 5% 0%
0.00 0%
Q1 Q2 Q3 Q4
% Change 2% 1% 5% 0%
2017-18 2.99 2.44 2.67 3.20
2018-19 3.06 2.47 2.80 3.20
 Shivpuri – Input Energy
Input Energy
1600 5% 5% 5% 6%
1400 4% 5%
4%
1200
2% 3%
1000 2% 72 LU
1% 1% 1% 1% 1% 2%
800 1% 1%
600 0%
-1% -13 LU
400 0%
-2%
200 -3%
0 -3% -4%
Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar
% Change -3% 1% 2% 5% 5% 5% 4% 1% 1% 1% 1% 1%
2018-19 370 349 339 300 296 301 323 456 461 453 403 373
2017-18 381 346 332 286 282 287 311 451 456 451 400 369
2016-17 407 376 305 270 221 222 316 367 505 516 463 398
 Shivpuri – Collection

Collection
35.0 70%
60%
30.0 60%

25.0 50% 8.5 Cr

AXIS TITLE

20.0 40%
11%

15.0 30%
20% 20% 1.7 Cr
10.0 20% 2%
10%
5.0 7% 7% 5% 5% 7% 7% 5% 10%
4%
0.0 0%
Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar
% Change 7% 7% 10% 5% 5% 60% 7% 20% 7% 20% 5% 4%
2018-19 6.9 7.1 7.3 7.0 7.0 6.0 7.5 7.8 6.4 6.0 6.3 11.2
2017-18 6.4 6.7 6.7 6.7 6.7 3.8 7.0 6.5 6.0 5.0 6.0 10.8
2016-17 6.0 5.9 5.8 5.8 5.4 6.2 6.1 8.5 6.0 5.2 4.9 10.8
 Shivpuri – QRPU

% Change 2017-18 2018-19 QRPU

4.50 9%
4.00
9%
3.50
9%
3.00
2.50 9%

2.00 8%
1.50
8%
1.00
8%
0.50
9% 9% 9% 8%
0.00 8%
Q1 Q2 Q3 Q4
% Change 9% 9% 9% 8%
2017-18 3.26 3.33 3.33 3.76
2018-19 3.55 3.63 3.62 4.07
 Dewas – Input Energy

Input Energy
1800 4%
3%
1600 3%
1400
3%
1200 2% 2% 40 LU
1000 2% 1%
800 2%
600 1% 1% 1% 1% 1% 1% 1% 1%
1% -310 LU
400
1% 9%
200 0%
0 0%
Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar
% Change 1% 1% 1% 3% 1% 0% 2% 1% 1% 2% 1% 1%
2018-19 247 234 201 140 147 152 139 395 517 441 378 313
2017-18 244 232 199 136 146 152 136 391 512 432 374 310
2016-17 317 275 256 203 153 135 139 292 500 529 458 316
 Dewas – Collection

Collection
25.0 25%
20% 20%
20.0 20%
15%
15.0 15% 3.6 Cr
10% 10% 10%
10.0 7% 8% 10%
5% 5% 5% 5% 5%
5.0 5% -2.6 Cr
6%
0.0 0%
Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar
% Change 7% 5% 5% 8% 10% 5% 20% 20% 10% 15% 5% 5%
2018-19 2.6 2.8 2.2 2.5 2.3 3.1 4.3 5.4 3.1 2.1 2.6 8.1
2017-18 2.4 2.7 2.1 2.3 2.1 3.0 3.6 4.5 2.9 1.8 2.5 7.7
2016-17 2.2 2.2 1.9 2.0 2.2 2.5 7.0 6.0 2.1 2.1 2.0 7.8
 Dewas – QRPU
% Change 2017-18 2018-19 QRPU

6.00 12%

5.00 10%

4.00 8%

3.00 6%

2.00 4%

1.00 2%
8% 8% 11% 8%
0.00 0%
Q1 Q2 Q3 Q4
% Change 8% 8% 11% 8%
2017-18 3.89 4.87 3.64 4.07
2018-19 4.19 5.24 4.03 4.38
 Incentive FY19

Incentive
Q1 Q2 Q3 Q4 FY 19 Orignal Plan
Dewas 46 8 56 18 129 30
Indore 22 47 79 30 177 52
Jabalpur 30 32 36 10 108 21
Katni 0 0 19 0 19 30
Shivpuri 37 32 21 22 112 38
Total 136 118 211 80 545 171

Total 465 Lacs incentive

considered in Cash flow of
FY19
 Collection Coverage

Collection Coverage
80%
65% 68%
70%
59%
60% 53%
50% 45% 50% 50% 53%
48% 45% 45% 48%
40% 42% 40% 42%
35% 38% 35%
30% 28% 29%
27%
26%
20% 23%
18%
10%
0%
FY18 Q3/Q4 Q1 Q2 Q3 Q4
Shivpuri 23% 35% 28% 35% 29%
Indore 45% 53% 59% 65% 68%
Dewas 27% 35% 38% 40% 42%
Jabalpur 18% 48% 50% 50% 53%
Katni 26% 42% 45% 45% 48%
Some important newspaper Cuttings…

Indore 9th Jan 2018

 MO: UP

AGENDA

1. Area
2. Contract Brief
Assumptions
2. FY 19 Plan
3. Requirement

MO to ISP
(Integrated Service
Provider)
Hunt for New Area…UP
Hunt for New Area…UP
Journey: Flight Taken in Hunt for New Area…UP
 Area Location and Name

Saharanpur
Shamli
Muzaffarnagar

Mainpur
i Kannauj
Etawah Unnao Sultanpur
Raebareli

Mau
 Area Base Parameters
Distribution Landscape

Non- Govt.
Input Sales DL CE AT&C
Consumer Non- Govt.
Input Sales DL CE AT&C
EDC Consumer
1,36,071 939.06 598.85 36.23 71.99 54.09
MAINPURI EDC Unnao 2,01,387 998.74 776.32 22.27 88.18 31.46
EDC Orai 1,12,712 840.53 570.74 32.1 68.28 53.64 EDC
3,54,243 1,177.94 914.35 22.38 86 33.25
RAIBAREILI
EDC ETAWAH 1,54,321 1,168.27 566.31 51.53 49.7 75.91
EDC Sultanpur 4,14,443 1,241.22 922.18 25.7 94.69 29.65

EDC KANNAUJ 1,22,502 817.01 460.47 43.64 49.68 72 Madhyanchal 9,70,073.00 3,417.90 2,612.85 23.55% 89.71% 31.42%

Dakshinanchal 5,25,606 3,764.87 2,196.38 41.66% 60.60% 64.65%

Non- Govt. Non- Govt.

Input Sales DL CE AT&C Input Sales DL CE AT&C
Consumer Consumer

EDC SHAMLI 1,72,692 1,256.66 898.19 28.53 65 53.54 EDC Ballia 1,40,970 887.17 586.18 33.93 82.49 45.5

EDC EDC DEORIA 4,83,680 1,363.70 1,001.47 26.56 69.33 49.09

3,20,499 1,923.22 1,514.89 21.23 63.17 50.24
SAHARANPUR
EDC EDC Mau 2,31,814 1,133.26 781.74 31.02 93.7 35.36
2,09,996 1,455.01 1,001.67 31.16 81.6 43.82
Muzaffarnagar
Paschimanchal 7,03,187 4,635 3,415 26.33% 69.06% 49.12% Purvanchal 8,56,464 3,384.12 2,369.38 29.99% 80.63% 43.55%
 Cluster Considered for Mgt Plan FY 19

Cluster 2 Assumed while

we are planning for
Cluster 4 also as 2 Wins

Sultanpur
Raebareli
Unnao
 UP ISP Contract
Distribution Landscape

Contract Synopsis Factor

Expected Commissionings for One Cluster Rs.109 Crs (incl escalation of 5% every year)
(2)
Tenure 5 Years (+1+1)
1. Fixed Fee
2. Incremental Revenue Sharing
3. Installations Works (more emphasis)
Commercial Model similar to MP
Estimated Nos:
Quote is Rs 29 Rs per consumers (incl 25% Margin)
Monthly Fixed Fees: Rs. 1.65 Crs

Consumers 9.7 Lacs in Cluster 2 (Including HT)

1. RPU based penalty
Penalty 2. SLA based similar to MP Model, While difference is there is cap
of maximum 1/3 penalty for SLA’s in an quarter
Bid evaluation QCBS (60:40)
 UP Plan FY 19
Distribution Landscape

PL Rs Lacs
Margi
UP (Cluster 2) Apr-18 May-18 Jun-18 Jul-18 Aug-18 Sep-18 Oct-18 Nov-18 Dec-18 Jan-19 Feb-19 Mar-19 Total
n
Accrual 0 0 0 161 161 161 161 161 161 161 161 161 1450
Cash Revenue 0 0 0 0 0 125 125 125 189 189 189 236 1179 81%
Cost 5 5 5 140 145 153 153 153 145 137 137 137 1316
Cash Gross Margin -5 -5 -5 -140 -145 -28 -28 -28 44 52 52 99 -137 -12%
Accrual Gross
-5 -5 -5 21 16 8 8 8 16 24 24 24 134 9%
Margin
Central Cost 0 0 0 5 5 5 5 5 5 5 5 5 45
Cash Net Margin -5 -5 -5 -145 -150 -33 -33 -33 39 47 47 94 -182 -15%
Accrual Net Margin -5 -5 -5 16 11 3 3 3 11 19 19 19 89 6%
Requirement Rs Lacs
WC Requirements 307
WC Requirements for BG 317
Total WC 624
Non Fund Based (BG) 3165
Total Requirement 3789
 MO- MP +
ISP- UP Plan
 FY 19 Plan UP + MP
Distribution Landscape

MO: UP+MP Apr-18 May-18 Jun-18 Jul-18 Aug-18 Sep-18 Oct-18 Nov-18 Dec-18 Jan-19 Feb-19 Mar-19 Total Margin
Accrual 114 114 114 276 412 280 281 399 281 494 283 362 3412

Cash Revenue 105 105 105 106 106 371 236 235 418 301 417 444 2950

Cost 115 115 115 247 252 260 262 262 254 246 246 246 2620

Cash Gross Margin -10 -10 -10 -141 -146 111 -27 -27 164 56 171 198 330 11%
Accrual Gross
-1 -1 -1 29 160 21 19 137 27 248 37 117 792 23%
Margin
Central Cost 13 13 13 13 13 13 13 13 13 13 13 13 156

Cash Net Margin -23 -23 -23 -154 -159 98 -40 -40 151 43 158 185 174 6%

Accrual Net Margin -14 -14 -14 16 147 8 6 124 14 235 24 104 636 19%
Thank You
Any Questions Please!